Understanding Champions
Champions are internal advocates who actively promote your solution within buying organizations. They invest their credibility in your success.
What Makes a Champion
True champions go beyond mere support. They actively advocate, remove obstacles, and guide you through their organization. Champions are invested in your success.
Champion vs Supporter
Supporters like your solution but do not actively promote it. Champions take action on your behalf. The distinction affects deal outcomes.
Why Champions Matter
Deals with strong champions close at higher rates. Champions navigate internal politics and processes. Champion presence predicts success.
Champion Motivation
Champions advocate for reasons that serve their interests. Career advancement, problem solving, and organizational improvement motivate. Understanding motivation strengthens relationships.
Champion Risk
Champions stake their reputation on you. They need confidence you will not let them down through our [services](/services/digital-marketing).
Identification Approaches
Systematic approaches identify potential champions. Multiple signals indicate champion potential.
Engagement Behavior
High engagement often indicates champion potential. Responsiveness, initiative, and active participation signal interest. Engagement tracking reveals candidates.
Problem Ownership
People who own problems your solution addresses are champion candidates. Problem ownership creates motivation. Look for pain point connections.
Position and Influence
Effective champions have sufficient organizational influence. They must be able to advocate effectively. Position assessment validates potential.
Track Record
Past advocacy behavior predicts future championing. People who champion solutions are likely to do so again. Track record indicates propensity.
Personal Connection
Genuine rapport and trust enable championing. People champion for vendors they respect. Relationship quality matters.
Champion Validation
Not everyone who seems like a champion truly is one. Validation confirms champion commitment and capability.
Testing Commitment
Give potential champions small tasks to test follow-through. Completed tasks indicate commitment. Failed tasks reveal limitations.
Access Provision
True champions provide access to information and people. Access denial suggests limited commitment. Access is tangible proof.
Honest Feedback
Champions provide honest feedback including criticism. Excessive positivity may indicate superficial support. Candor demonstrates investment.
Internal Advocacy
Observe whether potential champions advocate in your absence. Reports of internal championing validate commitment. Advocacy evidence confirms status.
Risk Tolerance
Champions accept some career risk for your success. Excessive caution suggests limited championing. Risk acceptance demonstrates commitment.
Champion Enablement
Identified champions need support to advocate effectively. Enablement multiplies champion impact.
Information Provision
Equip champions with information they need. Business cases, competitive intelligence, and objection handling matter. Information enables confident advocacy.
Material Development
Create materials champions can use internally. Presentation decks, one-pagers, and demos support advocacy. Materials make championing easier.
Executive Connection
Connect champions with your executives. Peer relationships strengthen champion positions. Executive access demonstrates commitment.
Success Planning
Help champions envision success with your solution. Clear vision enables compelling internal narrative. Success planning builds confidence.
Recognition and Reward
Acknowledge champion efforts appropriately. Recognition strengthens relationships. Reward systems incentivize continued championing through our [solutions](/solutions/marketing-services).